Moment of Decision

two paths

“It’s in the moment of your decisions that your destiny is created.” – Tony Robbins

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Fred’s Adventure

Sometimes things don’t appear as they really are…..

A friend of mine moved, into a new apartment, after living in the same house for 18 years. If you have ever moved can empathize with me when I say that, this can be a pretty traumatic experience for anyone, but it was especially traumatic for, her companion, an 8 year old little house cat, named “Fred”.

You see Fred grew up in that house, in fact it was the only home he ever knew. So you couldn’t really call him a “worldly” cat.

And you couldn’t blame Fred when he became a little concerned when he noticed all of his family’s things were slowly disappearing and being replaced by boxes. Now Fred got even more concerned, when they carried him into the car for a drive, because that usually meant a trip to the vet.

But it wasn’t until his owner carried him into the lobby of their new apartment building that the real trouble started.

You see, the walls on the lobby were covered with mirrors, and Fred being a naïve little cat, who had very little exposure to other cats, and who was also used to being the king of his household, looked into the mirrored walls, saw another cat.

Well immediately his instincts took over, and he went into attack mode.

He dug his claws into his owner, who felt the searing pain and who dropped him and then Fred proceeded to attack the first cat he saw, who to his surprise was attacking him back with equal show of force.

attack cat

Well Fred, who was not experienced in the art of cat fighting, decided that retreat would be his best course of action.

But when he turned to run what do you think he saw? You guessed it another attacking cat. Well this went back and forth, back and forth for several minutes until Fred decided to run down the hall and let his owner catch him up and help him out of the situation…

Now you may think that this is just a story about a crazy cat, but it more than just that.

Poor Fred is not that much different than you or me……….

When we are put into situations that are foreign to us, situations that take us out of our comfort zones, like Fred’s house, it is easy to be overcome by our fear of the unknown, just like Fred did.

And it is at those times when our minds like to play games with us and turn a normally safe situation into one that we believe is dangerous.

It has been said that the word fear is really an acronym, which stands for False Evidence Appearing Real and wasn’t that the case with Fred in that lobby.

In reality, there was no danger at all, but in Fred’s mind, the pain of being attacked by other cats everywhere he turned, certainly looked and felt real. And that shows that awesome power that our mind has, to deceive and embellish situations in order to validate our fears.

but I’m sure to Fred the Fear meant, Forget Evidence And Run.

Now what would have happened if Fred took another approach to that very same situation and viewed the changes in his life as an adventure?

He would have discovered the joy of playing on boxes, the excitement of riding in a car and possibly the friendship of another cat that was always there to greet him, every time he walks through that lobby.

You see when we experience life and its many changes, we step outside of our comfort zones and we expand,  just like a balloon that is filled with air.

And the result is that once we expand ourselves, our comfort zones never quite go back to the same size as it was before the experience. And we have the capacity to do more, be more and enjoy more of the wonderful experiences life has to offer.

So next time you are in a similar situation, feel the fear, and push through the pain, because as Dolly Parton put it, “If you want to see the rainbow, you have to put up with a little rain.”

#fear, #falseevidenceappearingreal, #perspective, #cats, #scary, #scared, #dollyparton, #lifelessons, #overcomingfear #pushthroughthepain #fredsperspective

 

 

 

How Sales is JUST Like Dating!

Sales is like dating. It’s a chase. It’s an intricate dance. Sales, like dating, takes finesse and an instinct to know when your customer is into you or not.

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The first sales call is like a first date. There is excitement and fear of failure or screwing up. Extra preparation takes place. A little more time is spent on the presentation. Pre-sales meetings are held. Research is done. You put on your best power suite, shine your shoes, wear your favorite tie and get dialed in. You show up early. You put on your best performance. Sometimes, like flowers on a first date, you bring company swag. The first call in sales is just like a first date, you want it to go perfect.

When the call is over, just like a first date, you call someone, your boss, or a co-worker and tell them how it went. You’re either on cloud nine and excited or you’re bummed out second guessing everything you said and what you didn’t do. After the first call, like a first date, you know whether or not you’re going to get a second date.

If you don’t get a second date, your devastated. Your ego takes a whacking. You beat yourself up. And many times you desperately try to get a second date, telling your prospect over and over how it will be different this time and how your product really can help them out. Only if they’ll give you a second chance. Like dating, it ain’t going to happen.

If you do get a second date, and it goes well, you’re now officially dating. The dance is under way. Just like dating, each encounter brings the relationship closer, more information is shared, the tone becomes less formal, and the excitement level of an impending deal grows. Just like dating, it’s palpable. You can feel it. They like you and your solution. They want more. They’re calling you and asking you out. Its bliss. When this happens you get closer, trust is built, comfort levels grow and usually the sale is made.

Just like dating however, things can change. You have a great first date, and even a good second date, things seem to be going well, when all of a sudden they stop calling. They don’t return your calls. They keep telling you they are interested and that they like you, but you can never seem to get another date. They tell you that everything is fine. They say, it’s just they’ve been busy. But, they just don’t seem that into you and the problem is they’re not.

Just like dating, your prospects or your customers may lose interest and not want your product anymore. They aren’t going to buy what your selling. They may have been just shopping you around to make your competitor jealous. The person you’re dealing with may not have authority to buy. They’ve changed their minds. They have an alternative solution but don’t want to tell you to go away just yet, because they’re insecure. Like dating the reasons are endless. Just like dating you have to see the signs and walk away. You’ve got to stop calling. You’ve got stop begging for one more date. You’ve got to stop acting like a desperate freak stalking your prospect like they are the only one you have. You have to know when to walk away.

Just like dating YOU may not like the first date. Unfortunately this is rare. Sales people are notorious for wearing beer goggles. Rarely does a sales person not like a first date. But if they were a bit more selective with their dates they might be a bit more successful. Too many times sales people chase dates that just aren’t going anywhere. They should have seen it wasn’t a good fit right away and saved time for good dates. If it weren’t for those dang beer goggles.

Selling is just like dating. You’re going to get rejected. They’re not going to like you. You’ll be strung along. You won’t like some of your dates. You will keep going out with some of your dates knowing it’s not a good fit. But, like dating. you will find some great prospects that like you and want to work with you and they will grow into fantastic relationships.

Just like dating you need to know where you stand. It’s not worth it to waste your time with a date that’s just not that into you!

This post written by Jim Keenan, Author of the book, Not Taught

Not Taught

and CEO/President and Chief Antagonizer of A Sales Guy Inc.

How to get employees to care about your company

This excellent post was written by Karin Hurt, CEO of Let’s Grow Leaders

happy-employee

Great commercials, strong PR, a brilliant social media strategy all warrant effort when building your company’s reputation. But there’s no better PR than an army of loyal employees living and breathing your brand. You know the type–folks with enthusiasm bursting from their veins–talking up your products and services with their friends at every bar, baptism and bat mitzvah they attend.

“No, I’m telling you this works, I’ve seen it from the inside! This product has changed my life! Let me show you.”

Or  “I’m so sorry you had that experience, it’s not usually like that.”

Yes. Define your image. Yes, yes, advertise it. But don’t overlook the power of your employees to tell your story.

7 Way To Turn Your Employees into Advocates

Your best employees want to be part of the inner circle. If you want them to act like owners, treat them that way. Here’s how.

1. Acknowledge Reality

Don’t blow smoke. They know the truth better than anyone and how it’s been received. Don’t sugarcoat the issues. Share your concerns and get them involved to fix them.

2. Listen to What They Hear

Don’t discount their feedback as “noise” really listen to what they’re hearing from customers. Nothing is more disconcerting that watching employees share relentless feedback in focus groups and having execs finally pay attention when the consultant comes in and says the same thing.

3. Give Them Context

Share the bigger picture and dynamics of the parameters you’re up against. Creativity comes best when the constraints are clear.

4. Treat Them with Deep Respect

“PR or HR or Staff or the VP knows best” never really plays well at the front line. Respect their perspective, and they’ll respect yours.

To read the final 3 ways to turn your employees into advocates click here.

And I will add an eighth way:

8. Show them how they personally win

Employees make decisions based on how they win in any given situation. By showing them how the companies success can help them achieve their own personal goals, you make it an easy decision to care about the companies success. When the company wins, they win.

Mentally Transferring Ownership of Your Product

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“If you can get your customer to see themselves doing or using whatever your product does you win big. The trick is they have to imagine themselves using your product.” – Kevin Hogan, Author of The Psychology of Persuasion

Motivational Quote: Progress

Progress

So remember, even when you make mistakes and think that you may have taken the wrong road, check it out because it may lead to even greater rewards than your first path.

Motivational Quote: Keep Growing

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Be better than you were yesterday, but not as good as you will be tomorrow.”

-Richard Elmes